Sales Development Coordinator – SDR N/I

About the Role

We are looking for a Sales Development Coordinator who is data-driven and passionate about building scalable pipeline generation engines. In this role, you will lead and optimize our SDR/BDR operation across Inbound, Outbound, and VAR Channel motions, helping transform qualified demand into high-quality sales opportunities. Operating in the cybersecurity market and engaging with C-level technical buyers, including CISOs, you will drive process excellence, coaching, funnel optimization, and operational efficiency to maximize pipeline generation and revenue growth.

Key Responsibilities

• Sales Development Operations: Lead and optimize SDR/BDR activities across inbound, outbound, and channel-generated leads, ensuring a scalable and predictable pipeline generation process.
• Funnel Performance & Analytics: Monitor key funnel metrics, identify conversion bottlenecks, and leverage CRM data and dashboards to continuously improve pipeline performance.
• Playbook & Outreach Strategy: Develop, test, and standardize multi-channel prospecting playbooks, cadences, messaging frameworks, and persona-based outreach strategies tailored to technical decision-makers.
• Coaching & Enablement: Conduct regular call reviews, provide structured coaching, implement qualification methodologies (such as MEDDICC-lite and SPIN), and continuously improve team performance.
• Cross-Functional Alignment: Partner closely with Marketing, Sales, and Channel teams to ensure efficient lead routing, SLA compliance, campaign attribution, and accurate pipeline reporting.
• Performance Management: Track team KPIs, analyze productivity and conversion trends, establish improvement plans, and ensure consistent execution against pipeline generation goals.

Requirements

• Strong experience as a top-performing SDR/BDR, SDR Team Lead, Sales Development Manager, or similar leadership role within B2B SaaS.
• Hands-on experience managing both inbound and outbound prospecting motions.
• Strong analytical skills with experience using CRM platforms (Salesforce, HubSpot, or similar), sales engagement tools, and reporting dashboards.
• Deep understanding of pipeline generation, lead qualification, conversion metrics, SLA management, and sales funnel optimization.
• Experience building playbooks, qualification frameworks, coaching programs, and scalable sales processes.
• Excellent communication, coaching, and stakeholder management skills.
• Advanced English.

Nice to Have

• Experience in Cybersecurity, Identity Security, or enterprise software sales.
• Familiarity with complex B2B sales cycles involving CISOs, IT leaders, or Security decision-makers.
• Experience working with VARs, Channel Partners, or indirect sales models.
• Background running structured A/B testing for messaging, cadences, and outbound strategies.

What we offer:

• Hiring Model: “CLT”;
• Health Insurance (no employee co-payment);
• Dental Insurance (no employee co-payment);
• Meal benefit | CAJU card (R$1,210.00/month);
• Home office allowance (R$100.00/month);
• Wellhub (Gympass);
• Birthday off;
• English classes 100% covered by the company;
• ALURA access for technical and personal/professional development courses;
• All necessary equipment to perform your activities;
• 100% remote position, with the possibility to visit the São Paulo (Pinheiros) office when desired.